Online Sales Channels Research Articles

Balancing Supplier Channels: an Incentive Model for Online and Offline Sales Channels

Balancing Supplier Channels: an Incentive Model for Online and Offline Sales Channels

Research on Pricing and Coordination of Dual-Channel Green Supply Chain

In recent years, environmental pollution and resource waste have become the focus of heated discussion around the world. In order to realize green and sustainable development, the development of green supply chain (GSC) has attracted the attention of many scholars. The research object of this paper is the dual-channel green supply chain (DGSC) composed of online channels and offline channels. The supplier is the leader of the entire DGSC, and it needs to optimize the wholesale price of the product and the level of green investment to maximize its own benefit. In addition, the supplier also needs to establish contracts with network sales platform (NSP) and store sales platform (SSP) to increase the benefit of NSP and SSP, and ultimately increase the benefit level of the entire DGSC. Among them, we constructed a centralized decision (CD) model and a decentralized decision (DD) model, and obtained the optimal pricing, optimal greenness and optimal benefit of the supplier, NSP and SSP under the two models. We found that the benefits of SC members under the DD model are generally lower than those of the CC model. Therefore, we built contracts between the supplier, NSP and SSP to coordinate. Finally, we substituted specific parameters to verify the model. The following conclusions are drawn: (i) When consumers prefer online sales channels, it will positively affect the online sales price, online sales volume and greenness level of DGSC. At the same time, it negatively affects offline sales price and sales volume. (ii) The benefit of DGSC and the benefit of NSP, SSP, and the supplier show a phenomenon of decline first and then increase with respect to consumers’ preference for online sales channels. (iii) Under the coordination contract, the subsidy factor positively affects the benefits of the supplier and online and offline wholesale prices, and negatively affects the benefits of online platforms and physical stores.

Analysis of Coordination Mode of Dual-channel Experience Service Based on Product Experience

From the perspective of product experience, product pricing and service strategy models of online sales channels and offline sales channels are established to analyze the influence of product experience and consumer free-riding behavior on the product experience and service level of online sales channels and offline sales channels. Then it analyzes the decision-making of centralized decision-making mode and decentralized decision-making mode of offline and offline dual-channel experience service. The results show that when the product experience coefficient is low, that is, the more consumers need to experience to determine the value of the product, the manufacturer should promote the service cooperation of product experience through both online and offline channels, and adopt a centralized decision-making mode. On the contrary, the decentralized decision-making mode should be adopted. In the centralized decision-making mode, the offline sales channel product experience service level is higher than its online product experience service level; When consumers have a lot of free-riding behavior, the level of dual-channel product experience service should be improved, and vice versa.

The connected consumer: New purchase triggers that are transforming the wine market?

This review examines the changes in wine consumer purchasing habits caused by the emergence of digital technologies. The authors discuss new purchase triggers such as mobile apps, social networks, and online sales sites and their impact on consumers' perception and selection of wines. The review also examines the implications of these changes for wine producers, distributors, and retailers, particularly in terms of marketing, data management, and logistics. The authors emphasise that the digital transformation of the wine industry is creating new challenges for traditional industry players, but also new opportunities for innovative actors and startups. The review concludes that digital technologies have significantly altered wine consumers' purchasing habits and are transforming the wine industry. The authors stress that industry players must adapt to these changes by developing new marketing and distribution strategies, using data to better understand consumer preferences, and exploring new online sales channels.

Development of a web-oriented system for the sale of goods using the dropshipping business model

Introduction. Dropshipping is one of the most popular business models used by e-commerce companies. For the operation of the business, the dropshipper provides only an electronic storefront and online customer service. The relevance of the research topic is due to the fact that communication and information technologies create new opportunities for development and optimization of dropshipping business model, contribute to expanding the sales market, improving labor productivity, effective use of resources, and improving the quality of business management and service provision. The purpose of the work is to investigate the theoretical and practical aspects of the dropshipping business model, to build a web-oriented system for the sale of goods based on the dropshipping business model. Methodology. To achieve the goal we applied general scientific methods of analysis and synthesis, logical generalization and comparison, we applied graphical and tabular methods for presentation of research results, we applied functional model IDEF0 and its decomposition to describe business processes of the system for the sale of goods according to the dropshipping business model. Results. The main advantages and disadvantages of the dropshipping business model are given in the article. We discuss options for online sales channels in the dropshipping business model, such as general markets, social media channels, and enterprise own website along with their advantages and disadvantages. The need to develop and implement a web-oriented system for the sale of goods to automate the activities of enterprises in the field of dropshipping is substantiated. At the stage of designing a web-based system for the sale of goods we built model of the business processes of the system for the sale of goods based on the business model of dropshipping in the form of a functional IDEF0 model and its decomposition. We built structural and structural-functional diagrams of a web-oriented system for the sale of goods, a block diagram of the work algorithm. The web-oriented system for selling goods is presented in the form of a catalog – a resource on which all the products offered by the dropshipper are placed in the form of a list with a detailed description of the products. The necessity of using the CRM system as part of the server-end of the web-oriented system for automating the management of relations with customers is substantiated.

แนวทางการพัฒนาธุรกิจหมี่โคราชของผู้ประกอบการขนาดย่อม ในจังหวัดนครราชสีมา

The purposes of this research are: 1) to study the conditions of Korat Mee business operation of SMEs entrepreneurs in Nakhon Ratchasima Province, 2) to study of problems in the Korat Mee business operation of SMEs entrepreneurs in Nakhon Ratchasima Province, 3) the level of problems in the Korat Mee business operation of SMEs entrepreneurs in Nakhon Ratchasima Province are Classifing by business conditions ,and 4) to propose a guideline for the development of Mee Korat business operation of SMEs entrepreneurs in Nakhon Ratchasima Province, the population is 35 entrepreneurs of Korat Mee business in Nakhon Ratchasima Province.The instrument is a statistical questionnaire using in data analysis, namely frequency, percentage, mean, standard deviation and one-way analysis of variance. The research was found that as follows: 1) conditions of operating Korat Mee business. They were mainly producing and sell Korat Mee with sauce. It has been in business for 16 years and has no more than 10 employees. Which Including businesses with monthly production of less than 10,000 packs and monthly sales revenue of less than 200,000 baht. 2) the operator has a problem in the business was moderating. When considered on a particular side, in descending order, namely products, sales, production, personnel, finance and management. 3) to compare the level of problems in the Korat Mee business of SMEs entrepreneurs in Nakhon Ratchasima Province, it was found that the types of products were producing and distributed Length of business number of employees in business, business marketing strategy, production volume per month and income from sales per month that was different having problems operating Korat Mee in Nakhon Ratchasima Province no different with statistical significance at the .05 level. And 4) the development of Korat Mee business was there should be a development of vermicelli to have a longer shelf life. Which was being Included the development of vermicelli to have a variety of flavors and develop the vermicelli pattern to be more modern and popular was being Included increasing online sales channels. They should also found that a source of low interest loans for used in business development to be able to compete with competitors. There was a rotating employment among members. To was increasing production capacity and entrepreneurs should be gave new generation opportunities. Which has a wide vision, has entering the management. With older management was giving advice, providing advice on the side so that the Korat Mee business could growing and able to fight ever-increasing rivals.

The Importance of Service Elements in Retail Business

This study aims to find out how the external and internal marketing strategic issues of Toko Delima, How is the internal and external analysis of Toko Delima and how is the recommendation of Toko Delima's marketing strategy for 2023. This type of research is a qualitative research with interview data collection methods conducted on Toko Delima owners, Toko Delima consumers and competitor’s store consumers, observation of competitors and documentation studies with secondary data related to Toko Delima. The data analysis method used in this research is by using qualitative analysis methods. The results of this study indicate that in the future Toko Delima will experience changes in STP and its marketing mix, namely in the aspects of price, place and promotion strategies. There is an addition to the service elements of Toko Delima, so that previously using 4P will become 7P. Toko Delima's marketing strategy recommendations for 2023 are promoting using social media namely Instagram, increasing store convenience, adding online sales channels, adding types of promotions and changing product pricing. The results of this study are expected to have a positive impact on the development of science and business in the field of management, especially how to design a marketing strategy

Pricing and Return Strategy Selection of Online Retailers Considering Consumer Purchasing Behavior

This article mainly considers the coexistence of physical sales channels and online sales channels. Online retailers with online sales channels consider whether to provide return policies and whether to provide consumers with return insurance. The research established four return strategy models that: do not provide returns; provide returns but do not provide return insurance; provide return insurance, but the cost is borne by online retailers; and provide return insurance, but the cost is borne by consumers. The authors then studied the online retailers’ optimal return and shipping insurance selection strategies. The results show that when the proportion of residual return value after the value reduction of unit returned products was large, online retailers set higher sales prices and provided return policies, while offline retailers needed to reduce sales prices in order to attract more consumers. When the consumer unit product return compensation was relatively large, online retailers chose to provide consumers with free return insurance; otherwise, it was more beneficial for online retailers not to provide return insurance. Further research found that although the cost of online retailers increased when freight insurance was taken, it could better attract consumers, which was more beneficial to online retailers.

Channel structure and greening in an omni-channel tourism supply chain

Online sales and green investment are two important ways to improve the sustainability of the tourism supply chain under the pandemic. This research constructs an omni-channel tourism supply chain consists of two tourism service providers (i.e., TSPs) and one online travel agent (i.e., OTA). Tourism products are sold to consumers through three online sales channels, including two free channels and one bundled channel. The bundled channel is operated by the OTA, and the free channels can be operated by the TSPs or the OTA. Depending on the free channels operators, we depict four online selling models, i.e., the model where two free channels are operated by the two TSPs (TT model), the models where only one free channel is operated by one TSP (TO and OT models), and the model where two free channels are operated by the OTA (i.e., OO model). Through comparing the four models, we find that if the TSPs are responsible for green investment, model TT is the most profitable and greenest model compared to the other three models when the positive externality of greenness is high. Otherwise if the OTA is responsible for green investment, the profit and greening level of the tourism supply chain in model TT become the lowest. This study provides managerial insights for tourism practitioners to rationally operate tourism supply chain from three aspects: joint decisions of operations and greenness, channel structure design, and greening level improvement.

Modelling the influence of returns for an omni-channel retailer

More brick-and-mortar retailers open an online channel to increase sales. Often, they use the store to fulfil online orders and to receive returned products. The uncertain product returns however complicate the replenishment decision of a retailer. The inventory also has to be rationed over the offline and online sales channels. We therefore integrate the rationing and ordering decisions of an omni-channel retailer in a Markov Decision Process (MDP) that maximises the retailer’s profit. Contrary to previous studies, we explicitly model multi-period sales-dependent returns, which is more realistic and leads to higher profit and service levels. With Value Iteration (VI) an exact solution can only be computed for relatively small-scale instances. For solving large-scale instances, we constructed a Deep Reinforcement Learning (DRL) algorithm. The different methods are compared in an extensive numerical study of small-scale instances to gain insights. The results show that the running time of VI increases exponentially in the problem size, while the running time of DRL is high but scales well. DRL has a low optimality gap but the performance drops when there is a higher level of uncertainty or if the profit trade-off between different actions is minimal. Our approach of modelling multi-period sales-dependent product returns outperforms other methods. Furthermore, based on large-scale instances, we find that increasing online returns lowers the profit and the service level in the offline channel. However, longer return windows do not influence the retailer’s profit.

The New Retail Mode of Superstores in the Internet Environment

With the development of the Internet, the new electricity industry rapid rise retail industry is breaking through the traditional model, trying to offline real economy combined with online sales channels, and rely on the virtual store for operating singly traditional electricity due to the lack of communication channels, in the face of a lack of traffic, its system problems such as difficult to adapt to market demand. In the context of new retail, this paper summarizes the changes made by several influential retailers in the current industry to cope with the development of the Internet by referring to the literature, analyzing the representative businesses and obtaining their characteristics, to provide reasonable suggestions for the development of the new retail model and promote the expansion of market scale.

Do online sales channels save brands of global companies from consumer boycotts? A geographical analysis

This study empirically investigates the link between global companies' brand strength and consumers' actual purchase behavior by considering online purchasability and the geographical area in the context of boycott campaigns. To test the hypotheses, we employ a hierarchical multiple regression model using online survey data collected from 571 South Korean consumers. Our findings reveal that online purchasability with strong brand strength could be a beneficial strategy for global companies to increase consumers’ actual purchase behavior. Further, non-metropolitan consumers show an increase in actual purchase behavior as compared to metropolitan consumers. This study has implications for global companies to adequately respond to unexpected consumer boycotts.

Price and Lead Time Decisions in a Dual-Channel Supply Chain with Traditional and Online Sales Channels Considering Centralized and Decentralized Conditions and Transportation Modes

Price and Lead Time Decisions in a Dual-Channel Supply Chain with Traditional and Online Sales Channels Considering Centralized and Decentralized Conditions and Transportation Modes

Health conscious consumers and sugar confectionery: Present aspects and projections

BackgroundThe number of health conscious consumers is increasing among different socio-economic groups all over the world. The food industry and technology should be able to respond to changes in the expectations and demands of this consumer group. Therefore, preparations should be made for adaptation to the current period and possible future scenarios in all areas that concern human life. In this regard, in addition to novel food production and safety studies, any action to be taken in terms of the effects of this consumer attitude on consumption behavior is of great importance. Scope and approachIn this study, the status of confectionery technology during the rising of health conscious consumers, its effects on confectionery consumption, and priority study issues for the healthy and functional products were discussed. Within this scope, we aimed to present projections to the industry and researchers in this field by reviewing and discussing the findings of existing studies considering healthy and functional sugar confectionery products. Key findings and conclusionsDespite the high calorie concern, no significant decreases are expected in the consumption of confectionery products. Because these foods can contribute to the high mood level that consumers need. However, the acceleration gained by the increase in consumers' preference and demand for healthy foods will be effective and determinant in the future periods for sugar confectionery products. This will encourage efforts to develop functional confectionery, particularly those associated with the immune system will be of greater importance. Therefore, innovative approaches and designs are needed for confectionery products in terms of shelf life, stability, packaging and labeling. We may suggest that all stakeholders attach importance to the development of multi-functional and low-calorie products, with a package design and size suitable for on-line sales channels by considering the rising of individual consuming behavior.

Implementing Online Product Reviews and Muslim Fashion Innovation for Resilience during the New Normal in Indonesia

The COVID-19 pandemic in Indonesia has harmed the fashion sector, particularly SMEs (small and medium-sized enterprises). In the wake of the epidemic, the Muslim Fashion Shop (MFS) sector has experienced a drop in sales. Therefore, developing innovative products and excellent customer approaches are critical to MFS resilience. This pandemic has additionally affected the shift from offline to online sales channels. Online sales features, referred to as online product reviews (OPRs), allow customers to leave comments or evaluations. OPRs are one of the sources of product feature information, and are a means of increasing valued for online consumers that some companies are currently underutilizing. In order to develop Muslim fashion designs, this project performed OPRs. The purpose of this study is to show the benefits of OPRs in the development of new Muslim fashion products in Indonesia in order to assist businesses in surviving in the new normal era. The first phase of OPR data collection at Shopee was carried out in five steps. OPR data were collected in Shopee using NVivo’s N-Capture QSR. The data obtained from phase one were needed in order to equalize perceptions and make corrections using the member check obtained data OPR method using Focus Group Discussion (FGD). The second phase consisted of eight steps. This phase sharpened the results of phase one using expert judgement word frequency analysis in NIVO. The third and final phase analysed the fashion industry’s new normal innovation approach. This research shows the usefulness of OPR data for the evolution of fashion design in Indonesia, among other findings. According to this study, companies’ expertise, experience, and design innovation are essential variables in a changing/disruptive marketplace. Ongoing research suggests utilizing OPRs to generate new design trends, high-quality products, and innovative tactics in order to sustain Muslim fashion business.

An investigation into the Online Sales Channels of Small Business Fashion Retailers on Portal Shopping and Fashion Shopping Malls

The aim of this study was to analyze the perceptions and entering status of small business online fashion retailers on portal shopping and fashion shopping malls. Case studies were conducted on a total of 10 research samples. The results were as follows: first, regarding the strategic factors of online fashion stores, ‘price competitiveness’ is important, especially in portal shopping and low-cost brands; ‘product assortment’ is important but not essential in all platforms; and ‘differentiation’ is important to continuously secure loyal customers in fashion shopping malls. Customer satisfaction leads to customer loyalty, and customer loyalty affects the sales conversion rate and brand growth of online sales channels. Factors that promoted sales activities in online sales channels were exposure, advertisements, SNS, events, special exhibitions, and events. Hindrance factors were low price competition, overheated competition, and the MD of sales channels. Second, the research samples used multiple online sales channels, including portal shopping malls and fashion shopping malls, in addition to their own malls. The selection factors were platform reputation and commission, branding, and customer inflow through exposure. Portal shopping malls were perceived as providing easy access, advertising/customer communication, exposure/search, price competitiveness, scalability, and intense competition, whereas fashion shopping malls were perceived as providing a brand image and concept, brand promotion, high commissions, difficult entry, and low profits. The factors for success in portal shopping malls were exposure/search, price competitiveness, and brand recognition, whereas the factors for success in fashion shopping malls were differentiation, brand, exposure/advertisement, product assortment, and MD.

Intangible Assets of a Trade Organization in the Context of Digital Transformation

The paper explores the aspects of formation, valuation and developmental resource of intangible assets in trade amid the growing role of online sales channels. The existing criteria of categorising the resources of trade companies as intangible assets are analysed with a focus on their suitability for the established practices. The structure of intangible assets is analysed for online and offline trade. The relevant types of intangible assets are identified and valuation problems are described.

Optimizing a bi-objective location-allocation-inventory problem in a dual-channel supply chain network with stochastic demands

Integrating strategic and tactical decisions to location-allocation and green inventory planning by considering e-commerce features will pave the way for supply chain managers. Therefore, this study provides an effective framework for making decisions related to different levels of the dual-channel supply chain. We provide a bi-objective location-allocation-inventory optimization model to design a dual-channel, multi-level supply chain network. The main objectives of this study are to minimize total cost and environmental impacts while tactical and strategic decisions are integrated. Demand uncertainty is also addressed using stochastic modeling, and inventory procedure is the periodic review (S, R). We consider many features in inventory modeling that play a very important role, such as lead time, shortage, inflation, and quality of raw materials, to adapt the model to the real conditions. Since a dual-channel supply chain is becoming more important for sustainable economic development and resource recovery, we combine online and traditional sales channels to design a network. We generate five test problems and solve them by using the augmented ε-constraint method. Also, the Grasshopper optimization algorithm was applied to solve the model in a reasonable time for a large size problem. In order to provide managerial insights and investigate the sensitivity of variables and problem objectives with respect to parameters, sensitivity analysis was performed.

Market reaction to the announcement of online sales channel investment in enterprises: Evidence from a relatively stable market environment

Although relevant literature investigates the economic value of online sales channel (OSC) from the perspective of the stock market, knowledge on this topic remains insufficient or unclear because existing studies are conducted under an extremely turbulent market environment and have not considered different aspects. This study aims to examine the topic by focusing on the market reactions to OSC investment from three aspects (namely, the innovativeness, business model and goods types) in a relatively stable market environment to fill in the research gap. Empirical results, obtained using 69 firm-level OSC announcements from October 2002 to September 2007, show that the stock market reacts positively to OSC investment by firms. Additionally, the stock market reactions to OSC investment mainly depend on two key characteristics, namely investment innovativeness and business model applied.

Theory review: critical success factors for internationalization of small and medium-sized enterprises

Internationalization of small and medium-sized enterprises is getting more attention from researchers who study different paths, strategies, entry modes and their behavior on international market, while also identifying their limitations, potential risks, and threats. Globalization, especially the growth of online sales channels and fast (and affordable) communication have simplified the complexity of internationalization, which has made it easier for small and medium-sized enterprises to participate in the international market. Gradual step-by-step internationalization process and long-term planning have been replaced with new, fast market entrance strategies. Lately, many companies are being founded that put their focus and operational activities on internationalization from the beginning (born global). This paper gives an overview of the main internationalization theories (traditional internationalization theory, the network theory, and international entrepreneurship theory) and discusses their importance. Additionally, it examines the motives for the internationalization, main barriers, main risks, and explores the critical success factors that are important in the process of internationalization. Information provided can be useful to the companies that consider expanding their business operations abroad.